4 OVERVIEW Introduction This module will help improve your customer service skills at WIC. Learning Objectives After completing this module the Nutrition Assistant will be able to: Identify internal and external customers Define good customer service. Identify behaviors that damage a team Explain why good customer service is important at WIC. Describe possible outcomes of bad customer service at WIC. Identify 3 important parts of welcoming participants. Define the importance of good customer service, within the agency. Show how to give good customer service, while in a conflict situation. To identify and explain the importance of Emotional Trigger Words continued on next page California WIC Training Manual 6/1/2010 Task I/Module A Page 1

5 WHAT IS CUSTOMER SERVICE? Definition of Customer Service Customer service is how we meet the needs of the people who use our services. Definition of a Customer A customer is any person who uses our services. Types of Customers There are 2 types of customers: external customers internal customers External Customers External customers are the people who are using or have used the services of your agency. Examples of external customers are current or former participants, referring agencies, and food stores. Internal Customers Internal customers are the people you work with. Examples of internal customers are your supervisor, co-workers, or anyone else who works within your agency. Sometimes we do not think of our co-works as customers. For you to do your job well, you need the help of your co-workers as much as they need your help. By treating your co-workers as an important customer, you will help make sure to provide good customer service to your external customers as well. Levels of Customer Service There are 3 levels of customer service. These are: rudeness indifference exceptional service Most customers (68%) stop doing business with a company due to rudeness or indifference. At WIC we strive for exceptional service! (continued on next page) California WIC Training Manual 6/1/2010 Task I/Module A - Page 2

6 WHAT IS CUSTOMER SERVICE? (continued) Team Building Good customer service can build a team just as easily as bad customer service can breakdown a team. Some examples of actions that can breakdown a team are: Gossiping Criticizing a co-worker in front of internal or external customers (co-workers or participants) Constantly correcting others Avoiding difficult jobs or participants, and not carrying fair share of work Not willing to help others Arriving late or leaving early Frequently calling in sick Spending too much time on personal calls California WIC Training Manual 6/1/2010 Task I/Module A Page 3

7 WHY IS CUSTOMER SERVICE IMPORTANT? Participant Satisfaction WIC depends on its employees to satisfy its customers. When staff give poor customer service the participant suffers! If a WIC participant does not feel satisfied with her/his experience at WIC, s/he may not come back. S/he may then miss out on getting: healthy tips nutritious foods useful nutrition education important referrals WIC Funding Although our customers need our services, we also need them. Your WIC agency gets a certain amount of money for each participant it serves. If participants do not come back to your agency because of poor customer service there could be less money for your agency to pay for staff. Cost Effectiveness Good customer service also helps WIC be cost-effective. It helps prevent: missed appointments time spent enrolling or counseling participants who do not come back Learning Activity 1 To learn more about the importance of customer service you may want to try Learning Activity 1 found at the end of this module. California WIC Training Manual 6/1/2010 Task I/Module A - Page 4

8 GIVING EXCEPTIONAL CUSTOMER SERVICE Exceptional Customer Service Exceptional customer service is service that: anticipates the customer s needs tries to understand what the customer is thinking meets and exceeds the customer s highest expectations Basic Customer Needs There are 4 basic customer needs. A customer needs to feel: welcome understood important comfortable Meeting Basic Customer Needs When working with a participant you will want to make sure you meet their needs. You may want to use the suggestions below to guide you. NEED Welcome Understood Important Comfortable SUGGESTIONS Be friendly Greet participant and their family members Smile Introduce yourself Use a positive tone of voice Let participants know what is going to happened during their appointment Listen carefully Repeat or rephrase to make things clearer Refer to participant by name Show interest in participant s family Ask what questions they have Ask what else you can help them with Respond to questions and concerns Thank participant for coming Explain what to expect during the session Use open body language Show concern California WIC Training Manual 6/1/2010 Task I/Module A Page 5

9 GIVING EXCEPTIONAL CUSTOMER SERVICE (continued) Customer Perceptions Perception is how we see, hear or understand a situation. Perception is: What is heard, not what is said What is seen, not what is shown What is understood, not what is meant A customer s perceptions are the customer s reality. Determining Perceptions Understanding a customer s perceptions is not easy. No two people see a situation exactly the same. A customer does NOT always think the way you do. S/he may therefore not see a situation the way you do. Always check to see what the customer is thinking. Never make assumptions. Here are some questions that can help you find out what your WIC participants need or are thinking How can I help you? What concerns do you have? What would you like to talk about today? What do you think about (what we just talked about) What are your questions? Meeting & Exceeding Expectations To give exceptional customer service you will need to make sure you know your customer s attitudes, beliefs, ideas and feelings. In other words, try to see things the way your customer does. This will help you meet and exceed their expectations. Learning Activity 2 To learn more about what customers need and their perceptions you may want to try Learning Activity 2 found at the end of this module. California WIC Training Manual 6/1/2010 Task I/Module A - Page 6

10 STATEMENTS TO AVOID Statements Can Hurt Communication Some statements can hurt communication. They can cause a participant or co-worker to become angry or upset. While communicating, be careful of what is said. Be aware of these statements. Avoid them when communicating with participants and co-workers. Statements To Avoid Try to avoid making the following kinds of statements: Using you messages such as You did not fill out this form right Giving orders Using should have or have to Focusing on what cannot be done Using always or never You Messages Try not to use you messages. When someone hears such a message s/he may feel blamed. No one wants to feel blamed! Instead use I statements, such as I noticed some parts of the form need correction. Giving Orders Try not to use give orders. When someone is told what to do s/he may feel talked down to. Should Have or Have To Do not use statements telling the person what s/he should have done or has to do. When someone is told you should have or you have to, s/he may feel as though s/he is being judged or is not being given the opportunity to take responsibility. Focusing on What Cannot Be Done Try not to use focus on what CANNOT be done. Focus on what CAN be done. People may become disappointed, frustrated, and/or sometimes even angry when they hear what CANNOT be done. Always or Never Try not to use always or never. When someone hears these words s/he may feel judged and also a need to defend her/himself. Better to be specific California WIC Training Manual 6/1/2010 Task I/Module A Page 7

11 ALTERNATIVE STATEMENTS Conflicts When you try to give someone excellent customer service your participant will almost always appreciate it. Sometimes, some situations come up when a customer is not happy. While conflicts between WIC participants and staff are usually rare, conflicts occasionally may occur. Resolving conflict means finding a way to take care of the disagreement or problem that all the people in the conflict can agree to. To learn more about conflict resolution see Task I Module B: Communication, Verbal and Nonverbal Chart of Recommendations, What to Avoid, and Alternatives The chart below gives you a list of: recommendations statements to avoid alternative statements to use Chart of Recommendations, Statements to Avoid & Alternatives Recommendation Statements to Avoid Alternative Use I messages. Try not to give orders. Try not to use should have. Try not to use have to. Focus on what CAN be done. Be specific. Avoid using always and never. You are confusing me. Wait here! You should have eaten less fatty foods. You have to bring your proof of address. It s not part of my job. You always forget your medical information. I am confused. Please help me understand what you mean. Would you please wait here while I talk to my supervisor? We want you to stay healthy. These recommendations will help you. We need to review your proof of address today. Let me get Lynn she can help you with that. You forgot your medical information on your last appointment. California WIC Training Manual 6/1/2010 Task I/Module A - Page 8

12 ALTERNATIVE STATEMENTS (continued) Learning Activity 3 To learn more about what words to use when communicating with participants or co-workers, you may want to try Learning Activity 3 found at the end of this module. Learning Activity 4 To learn more about emotional trigger words, you may want to try Learning Activity 4 found at the end of this module. Learning Activity 5 To learn more about your communication strengths and weaknesses, you may want to try Learning Activity 5 found at the end of this module. California WIC Training Manual 6/1/2010 Task I/Module A Page 9

13 ASKING FOR HELP It s Okay to Ask for Help Asking for help is okay. Everyone at WIC will have a time when they will need to ask for help. Most of the time you will be able to do your job quite well. But there may be a time when you will have more than you can handle. It is important that you ask for help when you need it. Not asking for help may cause a situation to get worse. When to Ask You may need to ask for help when you are: Sick Not sure about how to handle a situation Dealing with someone who may be violent Trying to resolve a conflict and cannot reach a workable solution Not comfortable working with a participant In need of help from someone with special skills such as someone who has training in domestic violence Whom to Ask When you need help go to the person your agency recommends. This may be your supervisor, mentor, or a co-worker. Check to see what your agency s procedure is regarding this. Learning Activity 6 To learn more about asking for help in difficult situations, you may want to try Learning Activity 6 found at the end of this module. California WIC Training Manual 6/1/2010 Task I/Module A - Page 10

14 PROGRESS CHECK 1. Give an example of each type of customer. Internal: External: 2. What is the most common reason for a customer to stop doing business with a company? 3. List 2 reasons why good customer service is important. 4. Give 2 suggestions that would help meet each of the 4 basic customer needs listed below. Basic Customer Need Suggestion Welcome Understood Important Comfortable California WIC Training Manual 6/1/2010 Task I/Module A Page 11

15 PROGRESS CHECK (continued) 5. Restate each of the phrases so that the difficult or negative information is given in a positive way. You re wrong---we don t do certification over the phone. Sit down. You have a long wait ahead of you! The other staff person was wrong! That s not our policy! You are disqualified! We can t serve you! 6. List 3 situations in which a staff person might need to ask for help. California WIC Training Manual 6/1/2010 Task I/Module A - Page 12

17 ACTIVITY 1: YOUR BEST & WORST CUSTOMER SERVICE EXPERIENCE Learning Objectives After completing this activity, the Nutrition Assistant will be able to identify why customer service is so important at WIC. Instructions 1. Think back to a time when you were a customer and got: the best service the worst service Examples may be a time when you ate in a restaurant, shopped at a store, went to the dentist, or called about a bill. 2. Using the form on the next page, write down a brief summary of your experiences and what made each experience either wonderful or awful. 3. You may want to discuss your experiences with your mentor or supervisor. California WIC Training Manual 6/1/2010 Task I/Module A - Page 14

18 ACTIVITY 1: YOUR BEST & WORST CUSTOMER SERVICE EXPERIENCE 1. Briefly describe your best customer service experience. What made your experience so wonderful? 2. Briefly describe your worst customer service experience. What made your experience so awful? What could have been done to make the experience better? California WIC Training Manual 6/1/2010 Task I/Module A Page 15

19 ACTIVITY 2: CUSTOMER NEEDS & PERCEPTIONS Learning Objectives After completing this activity, the Nutrition Assistant will be able to identify how our needs and perceptions greatly affect our satisfaction as customers. Background There are 4 basic customer needs. A customer needs to feel: welcome understood important comfortable Perception is how we see, hear or understand a situation. Perception is: What is heard, not what is said What is seen, not what is shown What is understood, not what is meant A customer s perceptions are the customer s reality. California WIC Training Manual 6/1/2010 Task I/Module A - Page 16

20 ACTIVITY 2: CUSTOMER NEEDS & PERCEPTIONS Instructions 1. Ask 3 co-workers to answer the first question below. 2. Answer the questions at the bottom. Think about what is important to you when you go out to a restaurant. What determines exceptional service when you go out to eat? Think about things such as cost, speed of service, attitude of waiter/waitress, taste, etc Coworker 1: Coworker 2: Coworker 3: Based on the responses of your co-workers, how did their perceptions of what is exceptional service differ? How were they the same? Would a restaurant be able to meet the needs of all of its customers? Why is perception such an important part of customer service? California WIC Training Manual 6/1/2010 Task I/Module A Page 17

22 ACTIVITY 3: CHOOSING YOUR WORDS 1. Mary Smith, who is pregnant, is new to WIC. She seems shy and does not say much. A WIC staff person says: You sure don t say much! Why are you here? Better words: 2. Lily Wong walks into the WIC site and is greeted by the WIC staff person who says: Sit over there! Better words: 3. Mara Brighton has not been breastfeeding her infant. A WIC staff person is counseling her and says: You should have nursed your baby. Better words: California WIC Training Manual 6/1/2010 Task I/Module A Page 19

23 ACTIVITY 3: CHOOSING YOUR WORDS 4. Jennifer Jones has not been on time for the last 2 visits. A WIC staff person says: You re never on time! Better words: 5. Belinda Cane asks a question about her diabetes. The WIC staff person responds by saying: I m not supposed to talk to you about diabetes. Better words: 6. Patricia Long has worked at WIC for over 5 years and has given participant Roberta Sanchez incorrect information on transfers. A WIC staff person is aware of this and says: You gave Roberta Sanchez the wrong information! You better read our policy manual on transfers. Better words: California WIC Training Manual 6/1/2010 Task I/Module A - Page 20

24 ACTIVITY 3: CHOOSING YOUR WORDS 7. Tim Roberts is a new staff person at WIC. He tells a co-worker: I can t do that! It s not what I was hired to do. Better words: 8. Jeff Lode is a Health Educator at WIC who needs some help with his outreach work. He says to an R.D.: You nutritionists have great ideas, but you never have time for me! Better words: 9. Jean Pratt is a new WIC staff person who is very enthusiastic about her work. A WIC staff person notices that Jean does not always keep participant information confidential. The WIC staff person tells a co-worker: Jean Pratt sure is inexperienced! Yesterday she shared confidential information about a participant in the break room! Better words: California WIC Training Manual 6/1/2010 Task I/Module A Page 21

25 ACTIVITY 4: EMOTIONAL TRIGGER WORDS Learning Objectives After completing this activity, the Nutrition Assistant will be able to identify negative emotional trigger words and change them into positive words. Instructions Change the negative Can t Do trigger words on the left into positive Can Do words that are supportive of exceptional customer service. CAN T DO (trigger words) CAN DO (positive words) "NO" "POLICY" "I CAN'T" "THEY" "THE COMPUTER" IT S NOT MY JOB WHAT S THE PROBLEM WAIT HERE YOU RE WRONG YOUR ALWAYS LATE FOR YOUR APPOINTEMENT I DON T KNOW YOU SHOULD HAVE THE ONLY THING WE CAN DO IS California WIC Training Manual 6/1/2010 Task I/Module A - Page 22

26 ACTIVITY 5: ASSESSING YOUR COMMUNICATION SKILLS Learning Objectives After completing this activity, the Nutrition Assistant will be able to identify personal strengths and areas needing improvement. Instructions 1. Observe several co-workers communicating with participants and each other. 2. Think about how you communicate with others. 3. Use the self-assessment form on the next page to assess your communication skills. 4. After completing the form you may want to discuss your assessment with your mentor or supervisor. S/he may be able to help you identify how you can make improvements. California WIC Training Manual 6/1/2010 Task I/Module A Page 23

27 ACTIVITY 5: ASSESSING YOUR COMMUNICATION SKILLS SKILLS Never Sometimes Usually Always COMMENTS How respectful are you? --- Do often can you avoid judging or blaming others? How often are you polite? How often are you on time? How well do you keep a positive attitude? --- How often do you focus on what can be done? How carefully do you listen? --- How often do you wait to make sure you understand what someone says before answering How often do you show caring & empathy? How often do give orders? How often do you use I messages? How often do you use should, always, or never? How flexible are you? How well do you keep your messages simple & clear? Do well do you limit interruptions & distractions? Do well do you limit gossiping & complaining? Do you show your appreciation of others? Specific skills you would like to work on: What are your next steps for improving these skills? California WIC Training Manual 6/1/2010 Task I/Module A - Page 24

28 ACTIVITY 6: ASKING FOR HELP Learning Objectives After completing this activity, the Nutrition Assistant will be able to know when and who to ask for help at her/his local agency. Background It is important to ask for help when you do not know how to handle a situation. You may need to ask for help when you are: Sick Not sure about how to handle a situation Dealing with someone who may be violent Trying to resolve a conflict and cannot reach a workable solution Not comfortable working with a participant In need of help from someone with special training such as someone who has training in domestic violence Instructions 1. Discuss with your supervisor and/or mentor: when to ask for help whom to talk to at your agency 2. Using the information you get from your supervisor and/or mentor, complete the form on the next page. 3. Write down any information that may help you under Notes. California WIC Training Manual 6/1/2010 Task I/Module A Page 25

30 PROGRESS CHECK ANSWERS 1. Give an example of each type of customer. Internal: co-workers or a supervisor or anyone who works within an agency. External: participants, referring agencies, or WIC food stores 2. What is the most common reason for a customer to stop doing business with a company? Most customers (68%) stop doing business with a company because of rudeness or indifference. 3. List 2 reasons why good customer service is important. ANY 2 OF THE FOLLOWING REASONS ARE FINE: 1. Good customer service maintains WIC caseload. 2. Good customer service helps WIC be cost-effective. 3. Good customer service helps WIC satisfy participants. 4. Good customer service helps WIC agencies get funding. 4. Give 2 suggestions that would help meet each of the 4 basic customer needs listed below. Basic Customer Need Welcome Understood Important Comfortable Suggestions (any 2 for each is fine) Be friendly Greet participant Introduce yourself Use a positive tone of voice Listen carefully Repeat or rephrase to make things clearer Refer to participant by name Show interest in participant s family Ask open-ended questions Answer questions Thank participant for coming Explain what to expect during the session Use open body language Show concern California WIC Training Manual 6/1/2010 Task I/Module A Page 27

31 PROGRESS CHECK ANSWERS (continued) 5. Restate each of the phrases so that the difficult or negative information is given in a positive way. HERE ARE SOME SUGGESTED RESPONSES: You re wrong---we don t do certification over the phone. Sit down. You have a long wait ahead of you! The other staff person was wrong! That s not our policy! You are disqualified! We can t serve you! I m sorry if somehow someone gave you the wrong information. Our policy is to certify applicants in person at a WIC site Please feel free to take a seat. The wait may be an hour. Will that work for you? I can understand that you might be confused! Let me explain our policy to you. We currently do not serve. Is there anything you would like me to do for you? 6. List 3 situations in which a staff person might need to ask for help. ANY 3 OF THE FOLLOWING SITUATIONS ARE FINE: When a staff person is: 1. Sick 2. Not sure about how to handle a situation 3. Dealing with someone who may be violent 4. Trying to resolve a conflict and cannot reach a workable solution 5. Not comfortable working with a participant 6. In need of help from someone with special training such as someone who has training in domestic violence California WIC Training Manual 6/1/2010 Task I/Module A - Page 28

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